Controlling Information
& Deal Messaging
Join at no cost
Every conversation with a supplier reveals something about your priorities, pressure points, and position. Learn how to control the flow of information, align deal messaging across stakeholders, and communicate without unintentionally giving away leverage.
Overview
In a negotiation, what you say—and what you don’t—can directly impact your leverage. Suppliers are constantly gathering information to understand your priorities, constraints, alternatives, timelines, and willingness to move.
In this session, we'll examine how buyers can better control the flow of information throughout a deal, recognize when suppliers are using messaging to shape the negotiation, and communicate internally and externally without unintentionally giving away leverage.
In this session, we will cover
- How information shared with suppliers can strengthen or weaken your negotiating position.
- Common supplier tactics used to gather information, test boundaries, and shape the deal narrative.
- Practical strategies for controlling deal messaging, coordinating stakeholders, and communicating with purpose throughout the negotiation.
Meet Your Instructor
20+ years' experience in supplier-side negotiation.
Andrew brings deep insight into how suppliers price, sell, and negotiate. As Lead Trainer, he curates Green Cabbage's training sessions and combines his expertise with the collective experience of Green Cabbage executives.
View LinkedInExpert-Led Certification Class for Procurement Professionals
These no-cost 30-minute sessions preview the strategies covered in our Certification Classes and are designed to share insights from finalized agreements and negotiations, helping teams recognize leverage before contracts are negotiated, renegotiated, or signed.
Join the Certification Class →